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Snow industry veterans team up for sales forum

Industry News

Judith Guido and John Allin will teach snow professionals how to build a profit-driven sales strategy while increasing market share and profits.

| May 13, 2013

Erie, Pa. – The Snowfighters Institute will hold an enhanced sales training forum from May 20 - May 23 at the newly constructed training facility in Erie, Pa., and will be lead by industry experts Judith Guido and John Allin of John Allin Consulting. Judith Guido, chairwoman of Guido & Associates said, “The need for professional snow and ice management companies has grown significantly over the last three years. Customers have become more educated and have increased their demands for transparency, efficiencies, safety and sustainability as it relates to snow. As a result, the industry has become more sophisticated.

"Those companies that can demonstrate their expertise and abilities in this growing market segment are increasing their revenues, profits, market share and valuation while differentiating themselves from their competition.”

Attendees will learn how to position and price their services as a risk management solution, as opposed to a commodity business. Key negotiating strategies will be discussed. Snow professionals will be educated on market size and dynamics, industry trends, business models, sales strategies, channel partners, technology and innovative marketing techniques. Attendees will also learn the importance of having a green and sustainability snow program, and how to build a successful sales strategy around this market force-de-jure.

“Most snow contractors focus solely on the equipment and the operations side of the business. By not having a targeted sales strategy that is aligned with the market, combined with an unprofessional and inexperienced business development team, companies are losing out on significant opportunities and profits,"  Allin said.

Attendees will have their company’s snow materials analyzed and will work on their sales presentations. The three and a half day sales forum has four components consisting of educational segments, an interactive workshop, sales competition, role playing, strategic networking sessions and one-to-one consultations with Guido and Allin.

The workshop will be limited in size as the venue is an intimate hands-on educational program. This program is intended for owners, managers, business development and marketing professionals in the snow industry, as well as sales channel partners including distributors and manufacturers of snow products. For information on the program and to reserve a remaining spot, please call the Snowfighters Institute at 814-455-1991.

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